Chapter 04 Power and Influence Answer Key
True / False Questions
1.
(p. 117)
Influence refers to the degree of change in a target person’s attitudes, values, beliefs, or
behaviors.
2.
(p. 117)
Influence tactics refer to one person’s actual behaviors designed to change another
person’s attitudes, beliefs, values, or behaviors.
3.
(p. 118)
The amount of power followers have in work situations is always less than the amount of
power held by the group’s leader.
4.
(p. 120)
Having a more open office reflects, but does not affect, power differentials between
people.
5.
(p. 121)
Choice of clothing can affect one’s power and influence.
6.
(p. 121)
Leaders usually can exert more power during periods of relative calm than during a crisis.
7.
(p. 124)
Referent power is the potential influence one has due to the strength of the relationship
between the leader and the followers.
8.
(p. 126)
Expert power involves the authority granted by the organization to the leader in order to
influence others.
Type: Vocabulary
9.
(p. 127)
Type: Vocabulary
Reward power is the ability to control benefits and desired resources.
10.
(p. 128)
Type: Vocabulary
Coercive power is the potential to influence others through the administration of negative
sanctions.
11.
(p. 131)
Type: Knowledge
In highly effective organizations, there tends to be a high degree of reciprocal influence
between leaders and followers.
12.
(p. 132)
Type: Knowledge
A socialized need for power is a more mature, self-sacrificing form than a personalized
need for power.
13.
(p. 132)
Those who derive a sense of satisfaction from influencing others are said to have a high
need for affiliation.
14.
(p. 133)
The overall composite Miner’s Sentence Completion Scale (MSCS) score has consistently
been found to predict leadership success in hierarchical organizations.
15.
(p. 134)
Studies indicate that long-term success requires leaders to have a high need for socialized
power and a low level of activity inhibition.
16.
(p. 135)
Rational persuasion occurs when an agent uses inspirational appeals to influence others.
17.
(p. 135)
Using threats or persistent reminders to influence targets are examples of pressure
tactics.
18.
(p. 136)
A leader with legitimate power has the widest array of influence tactics available.
19.
(p. 136)
A leader is in the best position to use “hard” influence tactics such as legitimizing and
pressure tactics after developing a strong base of referent power.
20.
(p. 138)
Studies show that female managers are less likely than male managers to compromise or
negotiate during their influence attempts.
Multiple Choice Questions
21.
(p. 117)
Which of the following refers to one person’s actual behaviors designed to change another
person’s attitudes, beliefs, values, or behaviors?
22.
(p. 119)
Influence is best defined as the:
23.
(p. 120)
Many aspects of office arrangements can affect a leader’s or follower’s power. Which of
the following statements is true in relation to this statement?
24.
(p. 124)
A leader who has developed close interpersonal relationships with followers generally
uses _____ power to influence them.
25.
(p. 124)
_____ power is a function of the amount of knowledge one possesses relative to the rest of
the members of a group.
26.
(p. 124)
When students respond positively to requests from teachers who are well-liked and
respected, it can be inferred that the teachers have:
27.
(p. 126)
Which of the following statements is most likely true of legitimate power?
28.
(p. 128)
Which of the following is an intrinsic reward?
29.
(p. 128)
The ability to control others through the fear of punishment or the loss of valued outcomes
is known as:
30.
(p. 128)
A police officer giving a speeding ticket to a driver is most likely using:
31.
(p. 131)
Followers are more likely to use _____ power to change their leader’s behavior if they have
a relatively high amount of referent power with their fellow co-workers.
32.
(p. 131)
Research findings by French and Raven indicate that leaders who rely primarily on _____
and _____ power have subordinates who are more motivated and satisfied, are absent
less, and perform better.
33.
(p. 131)
Which of the following statements concerning power and influence is most likely FALSE?
34.
(p. 132)
_____ is exercised in the service of higher goals to others or organizations and often
involves self-sacrifice toward those ends.
35.
(p. 135)
A politician’s advisor explains how demographic changes in the politician’s district make it
important for the politician to spend more time in the district seeing constituents than she
has in the past. This is an example of:
Type: Knowledge
36.
(p. 135)
Type: Knowledge
Which of the following is occurring when agents ask targets to participate in planning an
activity?
37.
(p. 135)
Type: Knowledge
A judge who gives a convicted prisoner a suspended sentence but tells him to consider the
suspension a “sword hanging over your head” if he breaks the law again is using:
38.
(p. 136)
Rational tactics are most likely used by a person when: